5pillarsworksheet.pdf

©Simon Jordan 2014. All rights reserved.Marketing | Branding | Coaching

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5 Pillars of the Powerful Pitch

The 5 Pillars of thePOWERFULPITCHMy simple 5 step guide to creating your powerful pitch that will give you more leads, more sales and tonnes of refferals


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Who is Simon Jordan?

I’m a marketing and branding consultant, the International Amazon 5 star rated author of How to Sky Rocket Your Business (without burning your fingers).Founder of One Planet One Place.com the highly acclaimed online show and community, inspiring people to make a difference in the World.

I teaches coaches, authors, speakers and consultants the same explosive strategies that I used to take my business from local to global in just 7 months and 6 figures and how to become a key person of influence.

With over 25 years working in marketing and advertising with some of the World’s top brands such as Nike, Coca Cola, Porsche, Sky TV and Wilkinson Sword to name but a few I’m also an international keynote speaker offering marketing and branding advice with a good portion of motivation and humor thrown in.

I’m also a marketing and branding mentor to thousands of business owners worldwide via my mentoring groups, TV, radio shows and my online Business Academy.

www.SimonJordan.comwww.SimonJordanBusinessAcademy.com@TheSimonJordanFacebook.com/GatherMoreClientsFacebook.com/OnePlanetOnePlace


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What they are saying about me

“Simon Jordan is a fantastic marketeer who walks his talk and truly delivers. He is a brilliant and engaging speaker who always ensures his audience go home with real, practical information that they can actually apply to their businesses to get real results. If you get the opportunity to work with him, I wholeheartedly recommend you do so.” Shaa Wasmund – CEO Smarta.com

“I recommend you work with Simon Jordan either to grow your business or as speaker at your event. He gets a thumbs up from me” Carrie Wilkerson – The Barefoot Executive™

“Simon has really helped me achieve success with my business. If I think where I was a year ago and look at it now – it’s incredible” Rachel Scriven - Publisher of The Wellbeing Magazine.

“I highly recommend Simon, he is knowledgeable, engaging and rest assured that time invested with Simon will pay off in both your business and personal growth.”Bob Burg – International 5 times Best Selling Author of The Go Giver.

“Simon is a marketing dynamo. Full of great advice and support he will rapidly improve your business marketing. With his clear strategic and creative thinking along with an obvious hunger to help clients succeed, he is a marketing ‘must have’.” Gary Gorman – Owner & Managing Director, Paradigm Training Ltd GaryGorman.co.uk


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A question for youWhat do you say when someone asks ‘What do you do?’ Does this question send a panic through you or do you deliver a powerful pitch with clarity and conviction that leaves the person blown away, desperate to know more and handing you there details.

Your pitch should provide a clear message to the listener informing them of what you do and how you benefit your target market. Your pitch should also be so clear and understandable that the person you’ve told it too can easily refer you on, even months after hearing your pitch. Your pitch should be powerful and full of energy.

Some years ago I ran several large networking events and I must have listened to thousands of pitches in that time. I can honestly say out of all the pitches I have heard there has only been a handful that I remember and even now many years later, I still refer business to these people and that has led to many tens of thousands of pounds worth of business for them. Energize not tranquillize

Many times when I ran these events I would regularly watch people talking and I would witness the response of sales pitches that lacked any energy or passion and would sometimes leave the listener confused and nodding politely. Which really meant I’m not going to refer any business your way.

A typical response to a ‘boring’ pitch would be something like ‘that’s nice, how long have you been doing that?’ or ‘is your office close to here?’ In other words they are not interested and would rather move on to the next person. Sad but true.

Here are some of the pitches I’ve heard that really don’t do the business owners any favors. “I’m a life coach and I help people get a better life”

“I help small to medium size companies with their staff’s motivation”

“We help people get online with a great website” “I write books on how to get fit”


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These pitches are not only dull but are also very vague as to whom they are targeting. They also aren’t inspiring and won’t lead to people opening up their address books wanting to provide lots of referrals for them. Here’s how I would improve these pitches.

“I work with professional men between the ages of 40 and 50 who are struggling to get a work life balance. I find out the weak spots in their lives and with my specific coaching techniques I get them back on track and living life as they want, feeling happy and full of energy”

“My skill is working with design companies and their creative teams who need to stay fresh and motivated in order to create great work. I help them to maximise on their working hours whilst being fully engaged and happy”

“We create gorgeous and highly targeted websites for mix media artists who want to sell their art across the globe and build a reputation so that they get asked to exhibit outside of the UK. We’ve now done this for hundreds of artists because of our extensive knowledge of what art dealers are looking for and our understanding of how the artists want to be promoted”

“I was a fitness professional who had a bad car accident which left me unable to compete but I learnt to build my fitness up again and go on to win awards. I’ve now developed this specific knowledge into a 10 step programme and I now help other people who have suffered with bad injuries and get them fit and active and living a full life again” Can you see the difference in the approach? These pitches tell you exactly how they help people, who they work with and what their skills are. Plus when the business owner delivers their pitch with energy and passion they really set the place alight and get people passing lots of work their way.

Breaking down the pitch A powerful pitch needs to disrupt people’s thoughts. It needs to get them thinking about what you said and wanting to know more. A powerful pitch can also lead to speaking engagements, joint ventures and other great and exciting opportunities that will create massive exposure for you and your business.


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Selling through the room If you are a frequent networker you may have heard the term ‘selling through the room’. What this means is when you stand up and provide your powerful pitch to the people in the room, you aren’t just informing them about what you do but also educating them with the idea that when they leave the meeting and come across someone who is in need of your services or product, that your name will spring to mind.

Think of them as a sales force for free. That’s why it’s so important that your sales pitch is right. Constructing your powerful pitch

Every pitch needs to have a solid base. Your base needs to start with your big idea.

Constructing your Powerful Pitch

STEP 1.

Grab yourself a piece of paper and write in the middle the words My Big Idea and draw a circle around the words.

Now write in another area of the paper the various elements of your business such as who you are targeting, their age, male / female.

Then write down what you want to achieve with them or what you are planning on providing them.

Also write down what you would like the clients saying about you

What packages you can offer them to resolve their issues

Simply brainstorm and write down all the relevant details to do with your business.

When you’ve exhausted this you will have a lot of information that will help you with the next section.


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STEP 2.

The 5 Pillars of the Powerful Pitch

1. POSITION 2. PROBLEM 3. PROPOSAL 4. PROJECTION 5. PROOF Position is whom you help

Problem is what your target market are currently struggling with

Proposal is how you help them and how you work

Projection is what they can expect to get from working with you.

Proof is who you have helped in the past and what results you’ve had

So let’s deconstruct the pitches I wrote before

The life coach who said

“I’m a life coach and I help people get a better life”

The new pitch is now –

“I work with professional men between the ages of 40 and 50 who are struggling to get a work life balance. I find out the weak spots in their lives and with my specific coaching techniques I get them back on track and living life as they want, feeling happy and full of energy”

1. Position – Who you help – “I work with professional men between the ages of 40 and 50…”

2. Problem – What they are struggling with – “struggling with work life balance”

3. Proposal – What will you do for them – “I find out the weak spots in their lives…”

4. Projection – What are the benefits – “with my specific coaching techniques I get them back on track and living life as they want, feeling happy and full of energy”


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5. Proof – This doesn’t always have to apply but if you can add it into the pitch, the success you have had before then it will create an even more powerful pitch.

So our life coach could have added in (see bold section) “I work with professional men between the ages of 40 and 50 who are struggling to get a work life balance. I find out the weak spots in their lives and with my specific coaching techniques I get them back on track and living life as they want feeling happy and full of energy the same as I have now done for thousands of other busy professionals”

Let’s try one more from the original list so you can really get this

The website designer who originally said “We help people get online with a great website”

The new pitch is now…

“We create gorgeous and highly targeted websites for mix media artists who want to sell their art across the globe and build a reputation so that they get asked to exhibit outside of the UK. We’ve now done this for hundreds of artists because of our extensive knowledge of what art dealers are looking for and our understanding of how the artists want to be promoted”

1. Position – Who you help – “…mix media artists”

2. Problem – What they are struggling with – “…want to sell their art across the globe and build a reputation”

3. Proposal – What will you do for them – “…create gorgeous and highly targeted website…”

4. Projection – What are the benefits – “…they get asked to exhibit outside of the UK”

5. Proof – What results they’ve had in the past – “We’ve now done this for hundreds of artists able to do this because of extensive knowledge of what art dealers are looking and our understanding of how the artists want to be promoted”


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Different pitches for different audiences

If you are providing your services to different target markets then it’s prudent to have different pitches. Obviously it’s great if you can stick to one pitch but, if you are a massage therapist for example who can help business people but you also target sports people and lets say you are in a conversation with a golfer, then a pitch geared towards them would be far more effective than your general one.

STEP 3. Practice, practice and practice some more. Once you are completely satisfied with your pitch then you should know if off by heart. That way you can say it with passion, conviction and energy. Keep practising it whenever you can so when it comes to that question of ‘so what do you do?’ you can bowl them over and leave them wanting more.

Good luck with creating your powerful pitch and here’s to more leads and business for you.

Simon Jordan Marketing | Branding | Coaching

5pillarsworksheet.pdf

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